Commercial Director

Job Title

Commercial Director

Job Location

Gauteng, Johannesburg

Deadline

January 12, 2025

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Responsibilities of the Role

1. Hunting for New Clients:
   • Lead the hunting efforts to acquire new clients through proactive prospecting, networking, and relationship-building activities.
   • Acquire new clients and focus on building a long-term mutually beneficial partnership.
   • Engage in complex deal structuring and negotiation efforts designed to win new deals.
   • Develop and implement comprehensive sales strategies to identify new business opportunities and drive revenue growth.
   • Present products to prospective clients and grow with your customer by ensuring you have a strategic account plan for each customer.
   • Monitor and drive sales performance metrics, analyze sales data, and provide regular reports to senior management to track progress and identify areas for improvement.
   • Work integrally with all internal team members to facilitate the process of achieving customer success in terms of solution adoption and revenue generation.
2. Managing Existing Clients and Revenue:
   • Drive value to your customers by identifying problems, offering creative solutions, and leveraging partnerships to move both organizations toward their strategic goals.
   • Manage the entire sales cycle to ensure your customers experience the full customer journey.
   • Cross sell to existing clients.
   • Develop in-depth customer portfolios by conducting research on the client company to build out a comprehensive profile.
   • Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
3. Managing the Team:
   • Lead, mentor, and motivate a high-performing sales team, providing guidance, support, and training to ensure team success and individual professional growth.

Requirements of the Role

• Relevant Degree (NQF 7) (IT / Engineering / Commerce) and an MBA will be an advantage.
• 15+ years’ experience, of which at least 7 years must be at an Executive level.
• 5+ years’ experience in running and motivating sales teams.

Work Experience

• Experience and knowledge of the SaaS industry and how to effectively sell SaaS products to Enterprise customers.
• Proven experience to create a comprehensive client business plan to manage account sales while accurately forecasting future bookings and revenues.
• Proven experience to work cross-functionally as part of a solution team.
• Proven business acumen with experience in C-suite stakeholder engagement.
• A track record for consistently exceeding revenue goals.
• Knowledge of messaging and/or payment industry.
• Extensive network of decision makers in corporate South Africa.
• Proven experience as a people leader, demonstrating effective leadership skills and building a successful team.

Knowledge & Abilities

• A good listener, genuinely interested in your clients, their business, and how you can help make them successful.
• A collaborative style with experience engaging a diverse group of internal stakeholders to articulate a truly compelling client value proposition.
• Excellent written and verbal communication skills, professional presentation.
• Excellent process/organization skills, as well as strong team leadership and management skills.
• Strong interpersonal skills with the ability to work with multi-dimensional teams.
• Strong business/commercial acumen or instinct with technical capacity.
• Have problem-solving skills, be a logical thinker, and possess analytical abilities.

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